We find that maybe five out of 100 customers fit our “best client” criteria. Our goal is to have 80 percent fall into that category, but we can’t just get rid of everyone else. How do we get...
I'm starting to plan for 2011. In 2010 we took on anything and everything, chasing cash flow. We didn't do a good job assessing if each client was right for us, and that has to change. At the same time,...